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The master seller is both mentor and teacher 
Responsible to pique curiosity 
Not seeing prospects as empty vessels
To be filled with product knowledge 
They hint and guide towards self understanding. 

Seeing buyers as life long learners
They discover their interests 
And teach future possibilities 
Schooled in the value of  your product and services.  

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Some want quick answers
Others copious details 
Some a relationship 
Others the bottom line
Some see purchasing a necessary evil
Others a social event.

The Master Seller discovers the prospects buying style 
And tunes their presentation accordingly.
Meeting the buyer where they are at
The sales process is crafted as needed.

First listen
to learn their language.
Then question
to understand their lives.
Next seek
to know, what they know.
Then frame how best to express solutions.

The Master Seller
Walks in their shoes,
Listening without judging
Building credibility and trust
Marketing the buyer with relevance
Spoken in the Words of the audience.

To purchase  a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see  if it will fit their  needs.

The Master Seller knows
Some coats fit, some do not.
They have  no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

Concerned soley on the fundamentals of sales
The master seller doesn’t get caught up in the pomp and theatre.

Focusing on the essence they avoid the fluff
Dwelling  in reality they  can  do no other.
Letting all illusions go
They see the situation as it is navigating rocks and reefs as necessary.

To some it appears they do nothing
Yet they accomplish much
While others busy themselves with activity
They have even more left to be done.

Fill your presentation to the brim and it will spill.
Keep sharpening your pitch and it will blunt
Chase after money and the deal will spoil
Care about people’s approval and you will be their prisoner.

Do your work, then step back and it will all work out.

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International Business Consultant

What is the Tao Te Ching of Sales?

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